白远-国际商务谈判（第六版）Chapter 14.pptxVIP

Chapter FourteenNegotiation Risks and Management Introduction CaseRead the introduction case first.Discuss the implication of the case.Point out what you have leart from the case before you start a new chapter. Identification of the sources of risksA common definition of the risk is the possibility that an event will occur and adversely affect the achievement of an objective or a deviation from an expected outcome. So risks involves interaction with uncertainty. The negotiation risk is defined as the possibility that negotiators are unable to realize their objectives fully or partly due to the uncertainty occurred in the process of negotiation and in the implementation phases. Common risk identification methodsObjectives-based riskScenario-based risk identificationTaxonomy-based risk identificationCommon-risk checkingRisk charting II.External risksThis book chooses those which have high correlation with negotiations and puts them into four categories as political risks, market risks, social and cultural risks and environmental risks.1. Political riskpolitical risk refers to the complications businesses and governments may face as a result of what are commonly referred to as political decisions—or “any political change that alters the expected outcome and value of a given economic action by changing the probability of achieving business objectives” Political risks include: risks caused by political instability and incoherent policies, government intervention risks, government sanction risks, investment and trade barrier risks, geopolitical risks, ideological risks, etc. 2.Economic riskEconomic risks are also called commercial risks. The risks caused by the economic environment are related to many factors, such as macroeconomic risks, imperfect market, foreign exchange risk,interest rate risk andbusiness risk. 3. Legal riskLegal risk refers to the risk of legal liability or legal sanctions due to violation of national laws, acts or other rules and regulations. Legal